Nigerian Seminars and Trainings

Search all upcoming seminars, conferences, short management courses and training in Nigeria and around the World

business logo

How to Find and Win New Business: Opening Doors and Converting Opportunities

By: Tom Associates  

Lagos State, Nigeria

18 - 20 Oct, 2017  3 days

Follow Event

  

NGN 115,500

The Focus of the How to Find and Win New Business: Opening Doors and Converting Opportunities training course are:

  • How to plan prospecting for new customers
  • How to position the organization and products appropriately to attract the right desires and patronage of prospects
  • How to do the prospecting itself
  • How to develop useful leads
  • How to develop relationship management capabilities

Course Contents

Day One

  • Types of Prospects
    • Successful Prospect
    • Prospect with Problem
    • Complacent or Satisfied Prospect
    • Negative or Difficult Prospect
    • Attributes of Excellent Prospects.
  • Planning the Prospecting for New Business
    • Develop the right objectives
    • Identify prospects' real interests
    • Prioritize the prospects
    • Develop marketing plan.
  • Leads
    • Sources of new prospects
    • Generate useful leads
    • Find and nurture key contacts
    • Manage the new relationship effectively.

Day Two

  • Business Positioning
    • Sell functional benefits
    • Sell emotional benefits
    • The R3 winner's formula
  • Prospecting
    • How to open doors
    • How to recognize and convert opportunities
    • Analyze your product
    • Analyze your market
    • Develop the right objectives
    • The conventional tricks: mails, referrals, etc.
    • More business from known clients
  • Prospecting Strategy
    • Who exactly is my probable customer?
    • Where is my prospect?
    • Why may my probable customer buy - Buying Influences?
    • Who constitutes the buying Centre?
    • When does my customer buy?
    • Who is my Competitor?
    • Who are my non-probable customers?

Day Three

  • Opening the First Call
    • Show gratitude
    • Identify a problem
    • Build expectancy.
  • Make Your Case
    • Tips on winning presentations
    • Help your customer/client.
  • Targeting Large Accounts
    • Caution on large new accounts prospecting
    • Critical success factors in managing large accounts
5/7 Alade Lawal Street, Opposite Divisional Police Station, Off Ikorodu Road, Anthony, Lagos. Oct 18 - 20 Oct, 2017

Registration: 08:30:am - 09:00:am

Class Session: 09:00:am - 04:00:am

NGN 115,500.00(including VAT)
(Convert Currency)

08033019120

Discount of 5% to 3-4 participants from same organization. Discount of 10% to 5 or more participants from same organization.
Related Courses
Root Cause Analysis Training: Diagnosing Underlying Causes of Problems and Undesired Events Root Cause Analysis Training: Diagnosing Underlying Causes of Problems and Undesired Events

2 day, 25 - 26 Oct, 2018 

2018-10-25 12:10:00
Lagos State, Nigeria

Tom Associates

Delegates will become very competent in Seven major things: Understand and implement the “Root Cause Analysis methodology" Practically employ the basic techniques associated with Root ...

Management Development for Personal Assistants and Senior Secretaries Course Management Development for Personal Assistants and Senior Secretaries Course

5 days, 17 - 21 Sep, 2018 

2018-09-17 12:09:00
Lagos State, Nigeria

Tom Associates

This course will take the PAs and Senior Secretaries through some thought process that focuses on the style and work culture which characterizes the managers they work with. The jobs of Personal ...

Competencies in Human Resources Management Training: Basic Human Resources Management Competencies in Human Resources Management Training: Basic Human Resources Management

5 days, 08 - 12 Oct, 2018 

2018-10-08 12:10:00
Lagos State, Nigeria

Tom Associates

These Competencies in Human Resources Management: Basic Human Resources Management training courses will address the following Competencies Addressed Ability to adopt a strategic approach in human ...

Intermediate Competencies in Human Resources Management Course Intermediate Competencies in Human Resources Management Course

5 days, 10 - 14 Sep, 2018 

2018-09-10 12:09:00
Lagos State, Nigeria

Tom Associates

The Intermediate Competencies in Human Resources Management Course is designed to address these challenges: Day One Roles of the HR Professional   Operational and Strategic   Partnering ...